Emburse5mo ago

AUD 98000–114400/yr

Account Executive, MM/ENT

SydneyFull-Timemid

SalesAccount Executive

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Quick Summary

Requirements Summary

Strong prospecting skills Ability to set, manage and document agreed outcomes of successful meetings Keen curiosity about businesses,

Technical Tools

SalesAccount Executive

Who We Are:

At Emburse, you’ll not just imagine the future – you’ll build it. As a leader in travel and expense solutions, we are creating a future where technology drives business value and inspires extraordinary results. Our AI-powered platform helps organizations modernize financial operations, increase visibility, and optimize spend across the enterprise.

Account Executives will focus on finding and closing deals with companies over 500+ employees in size. Through a defined sales process and partnership with key sales leaders, Account Executives and Senior Account Executives will strive to meet and exceed quarterly and annual sales goals.

Responsible for all aspects of the sales cycle, from pipeline sourcing and qualifying to negotiating and closing

Articulate the company's service, benefits, and processes to potential clients through all outlets (phone, email, online meetings, and in-person)

Develop a strong understanding of the territory, competitive offerings, and marketplace. Responsible for developing and executing a strategic territory plan

Create and execute sales strategies to grow revenues within the customer base as well as through new customer acquisition

Develop influential relationships and sales leads through partner/channel and other open networking efforts

Effectively demonstrate Emburse SaaS solutions with strong presentation skills

Effectively lead sales opportunities throughout the entire sales process

Collaborate with sales management on sales opportunities and obstacles

Promote partner sales development efforts by meeting and communicating with Channel Partners regularly

Participate in company-organized sales and marketing events as required

SME in Expense Management

Work both inbound and outbound leads to generate a robust pipeline of large-size businesses

Present Emburse's solutions via web presentation to potential clients

Learn and develop new, creative sales techniques and strategies

Position yourself to understand the AP, Expense and Business needs of a Mid Market level business

Meet or exceed monthly sales targets according to sales plan

Maintain an adequate number of new prospect meetings and continuously building pipeline to exceed quarterly and annual business objectives

Participate in weekly sales meetings and articulate market feedback to management

Assess market opportunities and develop territory plan to meet revenue objectives

Range of $600-$900K Yearly Quota

Education:

Preferred: Undergraduate College Degree

Experience:

Required:

Minimum of 5-7 years of experience selling financial SaaS solutions to companies with a minimum of 1000 employees

Proven track record of closing 5-figure and six-figure ARR license deals

Preferred:

Proven track record of consistently finishing above annual quota

Knowledge of travel and expense and/or AP/Payments management industry highly preferred

Experience selling to finance personas

Experience with MEDDPICC, Challenger Sale

Certifications:

Required: None

Additional Eligibility Qualifications

Required:

Strong prospecting skills

Ability to set, manage and document agreed outcomes of successful meetings

Keen curiosity about businesses, how they work and specifically AP/Finance/Expense operations

Strong presentation skills

Excellent communication skills, including one on one, small virtual setting and in front of a larger group

Ability to analyze AP/Expense processes to determine the best solution fit

Technology skills and the proven ability to use email, Zoom, SFDC, other sales tools as needed to increase sales efficiency

Comfort professionally pushing back on and negotiating with customer to drive a better deal/outcome for Emburse

Ability to work with internal and external partners to a mutually agreed outcome

Communication

Attention to Detail

Time Management

Emotional Intelligence

Active Listening

Sales Execution Resourcefulness

Discover Issues, Needs and Pain Points

Quantify and Articulate Value

Overcome Objections

Prospecting (research and outreach)

Solution Development

Establish Executive Sponsorship

Negotiation

Upselling and cross-selling

Data Analysis

Relationship Building

Location & Eligibility

Where is the job

Sydney

Hybrid — some on-site time required

Who can apply

Same as job location

Listed under

Worldwide

Listing Details

Posted: November 11, 2025
First seen: March 26, 2026
Last seen: May 4, 2026

Posting Health

Days active: 39
Repost count: 0
Trust Level: 44%
Scored at: May 5, 2026

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Emburse

lever

Emburse humanizes work by empowering business travelers, finance professionals and CFOs to eliminate manual, time-consuming tasks so they can focus on what matters most.

Employees

750

Founded

2020

Domain

emburse.com

Jobs

View 44 jobs

View company profile

Salary

AUD 98000–114400

per year